Cooking up a recipe for self-control: The three ingredients of self-control and its impact on impulse buying

Journal of Marketing Theory and Practice

Volumn 20, Issue 2, 2012, Pages 173-188

  Roberts, James A ^a   Manolis, Chris ^b  

^a BAYLOR UNIVERSITY   (United States)

^b XAVIER UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84863535781     PISSN: 10696679     EISSN: None     Source Type: Journal    
DOI: 10.2753/MTP1069-6679200204     Document Type: Article

References (56)

1. Badenhausen, Kurt (2006), "Top American Cities for Savings," Forbes.com, September 5 (available at www.forbes.com/2006/09/01/best-cities- savings-cz-kb-0905citysave .html).
2. Bagozzi, Richard P. (1991), "Further Thoughts on the Validity of Measures of Elation, Gladness, and Joy," Journal of Personality and Social Psychology, 61 (1), 98-104.
3. Baumeister, Roy F. (1991), "The Self Against Itself: Escape or Defeat," in The Rational Self: Theoretical Convergence in Psychoanalysis and Social Psychology, R.C. Curtis, ed., New York: Guilford, 238-256.
4. -(2002), "Yielding to Temptation: Self-Control Failure, Impulsive Purchasing, and Consumer Behavior," Journal of Consumer Research, 28 (March), 670-676. (Pubitemid 37195135)
5. -, and Julie J. Exline (2000), "Self-Control, Morality, and Human Strength," Journal of Social and Clinical Psychology, 19 (1), 29-42.
6. -, and Todd F. Heatherton (1996), "Self-Regulation Failure: An Overview," Psychological Inquiry, 7 (1), 1-15.
7. -, -, and Dianne M. Tice (1994), Losing Control: How and Why People Fail at Self-Regulation, San Diego: Academic.
8. -, Kathleen D. Vohs, and Dianne M. Tice (2007), "The Strength Model of Self-Control," Current Directions in Psychological Science, 16 (6), 351-355.
9. -, Ellen Bratslavsky, Mark Muraven, and Dianne M. Tice (1998), "Ego Depletion: Is the Active Self a Limited Resource?" Journal of Personality and Social Psychology, 74 (June), 1252-1265. (Pubitemid 128656642)
10. Bearden, William O., and Randall L. Rose (1990), "Attention to Social Comparison Information: An Individual Difference Factor Affecting Consumer Conformity," Journal of Consumer Research, 16 (March), 461-471.
11. Briggs, Stephen R., and Jonathan M. Cheek (1988), "An Analysis of the Self-Monitoring Scale," Journal of Personality and Social Psychology, 38 (4), 679-686.
12. -, -, and Arnold H. Buss (1980), "An Analysis of the Self-Monitoring Scale," Journal of Personality and Social Psychology, 38 (4), 679-686.
13. Browne, Beverly A., and Dennis O. Kaldenberg (1997), " Conceptualizing Self-Monitoring: Links to Materialism and Product Involvement," Journal of Consumer Marketing, 14 (1), 31-44. (Pubitemid 127447573)
14. Brumbaugh, Anne M., and José Antonio Rosa (2009), "Perceived Discrimination, Cashier Metaperceptions, Embarrassment, and Confidence as Influencers of Coupon Use: An Ethnoracial-Socioeconomic Analysis," Journal of Retailing, 85 (3), 347-362.
15. Bureau of Economic Analysis (2010), "Personal Saving Rate," U.S. Department of Commerce, Washington, DC (available at www.bea.gov/search/ index.cfm).
16. Burnkrant, Robert E., and Alain Cousineau (1975), "Informational and Normative Social Influence in Buyer Behavior," Journal of Consumer Research, 2 (December), 206-215.
17. Burroughs, James E., and Aric Rindfleisch (2002), "Materialism and Well-Being: A Conflicting Values Perspective," Journal of Consumer Research, 29 (December), 348-370.
18. Chain Store Age (2004), "The Urge to Splurge," 80 (February), 64.
19. Chatzky, Jean (2005), "Buyer Be Self-Aware," Money (March), 88-92.
20. Deutskens, Elisabeth, Ad de Jong, Ko de Ruyter, and Martin Wetzels (2006), "Comparing the Generalizability of Online and Mail Surveys in Cross-National Service Quality Research," Marketing Letters, 17 (2), 119-136. (Pubitemid 43724031)
21. Eysenck, Sybil B.G., Paul R. Easting, G. Easting, and J.F. Allsop (1985), "Age Norms for Impulsiveness, Venturesomeness and Empathy in Adults," Personality and Individual Differences, 6 (5), 613-619.
22. Faber, Ronald J. (2004), "Self-Control and Compulsive Buying," in Psychology and Consumer Culture: The Struggle for a Good Life in a Materialistic World, Tim Kasser and A.D. Kanner, eds., Washington, DC: American Psychological Association, 169-187.
23. -, and Thomas O'Guinn (1992), "A Clinical Screener for Compulsive Buying," Journal of Consumer Research, 19 (December), 459-469.
24. Gailliot, Matthew T., Roy F. Baumeister, C. Nathan DeWall, Jon K. Maner, E. Ashby Plant, Dianne M. Tice, Lauren E. Brewer, and Brandon J. Schmeichel (2007), "Self-Control Relies on Glucose as a Limited Energy Source: Willpower Is More Than a Metaphor," Journal of Personality and Social Psychology, 92 (2), 325-336.
25. Hoch, Stephen J., and George F. Loewenstein (1991), "Time- Inconsistent Preferences and Consumer Self-Control," Journal of Consumer Research, 17 (March), 492-507.
26. John, Oliver P., Jonathan M. Cheek, and Eva C. Klohnen (1996), "On the Nature of Self-Monitoring: Construct Explication with Q?Sort Ratings," Journal of Personality and Social Psychology, 71 (4), 763-776. (Pubitemid 126420755)
27. Kahle, Lynn R., Sharon E. Beatty, and Pamela Homer (1986), "Alternative Measurement Approaches to Consumer Values: The List of Values (LOV) and Values and Life Styles (VALS)," Journal of Consumer Research, 13 (December), 405-409.
28. Lennox, R., and R. Wolfe (1984), "Revision of the Self-Monitoring Scale," Journal of Personality and Social Psychology, 46 (6), 1349-1364.
29. Luo, Xueming (2005), "How Does Shopping with Others Influence Impulsive Purchasing?" Journal of Consumer Psychology, 15 (4), 288-294. (Pubitemid 43081759)
30. Manolis, Chris, James A. Roberts, and Vishal Kashyap (2008), "A Critique and Comparison of Two Scales from Fifteen Years of Studying Compulsive Buying," Psychological Reports, 102 (1), 153-165.
31. Mansfield, Phylis M., Mary Beth Pinto, and Diane H. Parente (2003), "Self-Control and Credit Card Use Among College Students," Psychological Reports, 92 (3), 1067-1078. (Pubitemid 39109940)
32. Martijn, Carolien, Petra Tenbült, Harald Merckelbach, Ellen Dreezens, and Nanne K. de Vries (2002), "Getting a Grip on Ourselves: Challenging Expectancies About Loss of Energy After Self-Control," Social Cognition, 20 (6), 441-460.
33. Mukhopadhyay, Anirban, and Gita Venkataramani Johar (2007), "Tempted or Not? The Effect of Recent Purchase History on Responses to Affective Advertising," Journal of Consumer Research, 33 (March), 445-453.
34. Muraven, Mark, Roy F. Baumeister, and Dianne M. Tice (1998),"Self- Control as Limited Resource: Regulatory Depletion Patterns," Journal of Personality and Social Psychology, 74 (March), 774-789. (Pubitemid 128658105)
35. Netemeyer, Richard G., William O. Bearden, and Jesse E. Teel (1992), "Consumer Susceptibility to Interpersonal Influence and Attributional Sensitivity," Psychology & Marketing, 9 (5), 379-394.
36. O'Cass, Aron, and Hmily McEwen (2004), "Exploring Consumer Status and Conspicuous Consumption," Journal of Consumer Behaviour, 4 (1), 25-39.
37. Organization for Economic Cooperation and Development (2010), "Household Saving Rates-Forecasts," Paris (available at www.oecd-ilibrary.org/economics/household-saving-ratesforecasts- 2074384x-table7/).
38. Podsakoff, Philip M., and Dennis W. Organ (1986), "Self-Reports Organizational Research: Problems and Prospects," Journal of Management, 12 (4), 531-544.
39. Roberts, James A., and Stephen F. Pirog, III (2004), "Personal Goals and Their Role in Consumer Behavior: The Case of Compulsive Buying," Journal of Marketing Theory and Practice, 12, 3 (Summer), 61-73.
40. Romal, Jane B., and Barbara J. Kaplan (1995), "Difference in Self-Control Among Spenders and Savers," Psychology: A Journal of Human Behavior, 32 (2), 8-17.
41. Rook, Dennis W. (1987), "The Buying Impulse," Journal of Consumer Research, 14 (September), 189-199.
42. -, and Robert J. Fisher (1995), "Normative Influences on Impulsive Buying Behavior," Journal of Consumer Research, 22 (December), 305-313. (Pubitemid 126018514)
43. Schor, Juliet (1992), The Over-Worked American: The Unexpected Decline of Leisure, New York: Basic Books.
44. Sheldon, Kennon M., and Tim Kasser (1995), "Coherence and Congruence: Two Aspects of Personality Integration," Journal of Personality and Social Psychology, 68 (3), 531-543.
45. Shi, Linda Hui, Chris White, Shaoming Zou, and Tamer Cavusgil (2010), "Global Account Management Strategies: Drivers and Outcomes," Journal of International Business Studies, 41 (4), 620-638.
46. Snyder, Mark (1974), "Self-Monitoring of Expressive Behavior," Journal of Personality and Social Psychology, 30 (4), 526-537.
47. -, and Steve Gangestad (1986), "On the Nature of Self-Monitoring: Matters of Assessment, Matters of Validity," Journal of Personality and Social Psychology, 51 (1), 125-139.
48. Soman, Dilip, and Amar Cheema (2004), "When Goals Conflicts Are Counterproductive: The Effects of Violation of a Behavioral Goal on Subsequent Performance," Journal of Consumer Research, 31 (June), 52-62. (Pubitemid 39080395)
49. Tangney, June P., Roy F. Baumeister, and Angie Luzio Boone (2004), "High Self-Control Predicts Good Adjustment, Less Pathology, Better Grades, and Interpersonal Success," Journal of Personality, 72 (2), 271-324. (Pubitemid 38422899)
50. Tice, Dianne M., Ellen Bratslavsky, and Roy F. Baumeister (2001), "Emotional Distress Regulation Takes Precedence over Impulse Control: If You Feel Bad, Do It!" Journal of Personality and Social Behavior, 80 (January), 53-67. (Pubitemid 33594866)
51. Vohs, Kathleen D., and Ronald Faber (2003), "Self-Regulation and Impulsive Spending Patterns," in Advances in Consumer Research, vol. 30, Punam Anand Keller and Dennis W. Rook, eds., Valdosta, GA: Association for Consumer Research, 125-126.
52. -, and -(2007), "Spent Resources: Self-Regulatory Resource Availability Affects Impulse Buying," Journal of Consumer Research, 33 (4), 537-547.
53. -, and Matt Gailliot (2007), "A Loss of Self-Regulatory Resources Makes People More Passive," in Advances in Consumer Research, vol. 34, Gavan Fitzsimons and Vicki Morwitz, ed., Duluth, MN: Association for Consumer Research, 485-486.
54. -, Roy F. Baumeister, and Natalie J. Ciarocco (2005), "Self-Regulation and Self-Presentation: Regulatory Resource Depletion Impairs Impression Management and Effortful Self-Presentation Depletes Regulatory Resources," Journal of Personality and Social Psychology, 88 (4), 632-657.
55. -, -, Brandon J. Schmeichel, Jean M. Twenge, Noelle M. Nelson, and Dianne M. Tice (2008), "Making Choices Impairs Subsequent Self-Control: A Limited-Resource Account of Decision Making, Self-Regulation, and Active Initiative," Journal of Personality and Social Psychology, 94 (5), 883-898.
56. Youn, Seounmi, and Ronald J. Faber (2000), "Impulse Buying: Its Relation to Personality Traits and Cues," in Advances in Consumer Research, vol. 27, Stephen J. Hoch and Robert J. Meyer, eds., Provo, UT: Association for Consumer Research, 179-185.